Business Development Manager

Pact Packaging; City of Melbourne; On-site; AUD 180,000 - 280,000; Full time

Job summary

Pact Packaging is seeking a senior sales leader to drive profitable, long-term growth by identifying, developing and converting high-value strategic opportunities across the business, engaging with executive stakeholders and building strong customer relationships.

With end-to-end ownership of the opportunity lifecycle—from lead generation through to negotiation, execution and handover into operations—you will unlock new markets, win new customers, expand existing accounts and deliver value-added

Qualifications

• Proven experience in B2B business development or sales within packaging
• Proven track record delivering sustained revenue growth and margin improvement in complex environments
• Technical understanding of packaging, plastic and steel
• Strong expertise in new business development, strategic account acquisition and managing large, multi-million-dollar pipelines
• Demonstrated success securing long-term, high-value commercial agreements through value-based selling
• Highly developed commercial acumen, with strengths in negotiation, pricing strategy and deal structuring
• Ability to influence and engage executive stakeholders, building long-term strategic partnerships, with willingness to travel for customer engagement

Responsibilities

• Deliver revenue growth and margin targets by developing new business opportunities and expanding the product portfolio across new and existing customers.
• Build strong relationships with customers and key decision-makers, identifying and delivering value-added packaging solutions aligned to their strategic needs.
• Maintain accurate pipeline tracking and reporting systems, ensuring consistent opportunity flow, accurate forecasting and strong conversion rates
• Lead the end-to-end opportunity lifecycle from lead generation and solution development through to negotiation, execution and handover into operations
• Prepare and submit competitive tenders, proposals and supply agreements that deliver sustainable, profitable outcomes for both the customer and business
• Effectively negotiate commercial agreements that improve profitability, strengthen partnerships and support long-term growth.
• Provide accurate and timely reporting on sales performance, pipeline status, customer activity and market insights.
• Collaborate closely with internal teams (operations, supply chain, technical and planning) to ensure successful delivery and industrialisation of new business.
• Maintain proactive, high-quality customer experience through responsiveness, issue resolution and strong relationship management.
• Mentor and support junior team members, contributing to a high-performance, collaborative and results-driven sales culture.

Skills

B2B sales

Business development

Strategic account management

Negotiation

Pricing strategy

Deal structuring

Executive stakeholder management

Education

Bachelor’s degree in Business, Commerce, Sales & Marketing or Engineering

Job description

Job Description

Reporting to the Head of Sales (LFIP), you will play a pivotal role in driving profitable, long-term growth by identifying, developing and converting high-value strategic opportunities across the business.

This is a highly visible role where you’ll engage with executive-level stakeholders, build strong customer relationships and develop a robust pipeline of opportunities aligned to strategic priorities. You’ll focus on unlocking new markets, winning new customers, and expanding existing accounts through innovative, value-added packaging solutions.

With end-to-end ownership of the opportunity lifecycle, you’ll take ideas from concept through to commercialisation- ensuring solutions are commercially sound, operationally viable, and successfully transitioned into the business.

Your key responsibilities will be to:

• Deliver revenue growth and margin targets by developing new business opportunities and expanding the product portfolio across new and existing customers.
• Build strong relationships with customers and key decision-makers, identifying and delivering value-added packaging solutions aligned to their strategic needs.
• Maintain accurate pipeline tracking and reporting systems, ensuring consistent opportunity flow, accurate forecasting and strong conversion rates
• Lead the end-to-end opportunity lifecycle from lead generation and solution development through to negotiation, execution and handover into operations
• Prepare and submit competitive tenders, proposals and supply agreements that deliver sustainable, profitable outcomes for both the customer and business
• Effectively negotiate commercial agreements that improve profitability, strengthen partnerships and support long-term growth.
• Provide accurate and timely reporting on sales performance, pipeline status, customer activity and market insights.
• Collaborate closely with internal teams (operations, supply chain, technical and planning) to ensure successful delivery and industrialisation of new business.
• Maintain proactive, high-quality customer experience through responsiveness, issue resolution and strong relationship management.
• Mentor and support junior team members, contributing to a high-performance, collaborative and results-driven sales culture.

Your skills and experience

• Proven experience in B2B business development or sales within packaging
• Proven track record delivering sustained revenue growth and margin improvement in complex environments
• Technical understanding of packaging, plastic and steel
• Strong expertise in new business development, strategic account acquisition and managing large, multi-million-dollar pipelines
• Demonstrated success securing long-term, high-value commercial agreements through value-based selling
• Highly developed commercial acumen, with strengths in negotiation, pricing strategy and deal structuring
• Ability to influence and engage executive stakeholders, building long-term strategic partnerships, with willingness to travel for customer engagement

Qualifications

Tertiary qualification in Business, Commerce, Sales & Marketing or Engineering (packaging or industrial experience highly regarded)

Additional Information

Our vision is to lead the circular economy through packaging, reuse and recycling solutions. It's a future-driven group commitment, designed to create lasting value.

We're the largest plastics recycler in Australia and New Zealand and one of the region's biggest user of recycled materials. We have 6,000+ team members, operate 110 manufacturing facilities across 15 countries, and our customers include some of the world’s largest brands that consumers know and trust.